Better market position by porfessional channel management

2020-10-26T15:01:55+01:00October 26th, 2020|

Unstable global economy, always-aggressive competition, increased customer sophistication, decreased need for information and support and growing price sensitivity are critical factors which typically stress the relationship between supplier and distribution partner. On top of that, false selection of poor-fit distribution partners, misaligned objectives, mal-communication, mismanagement and other conflicts can derail the relationship before it had [...]

Internal audit – better  to mandate externally?

2020-10-13T09:32:39+02:00October 5th, 2020|

An internal audit, also referred to as "first-party audit", "one-party audit" or "QM-system audit" is usually carried out by an employee of the company. This person must be a qualified auditor and, on the other hand,  she/he must be independent, which means she/he is not allowed to audit his/her own area of responsibility. This may [...]

When missing a piece of the puzzle

2020-10-13T09:32:07+02:00September 28th, 2020|

Sales and Marketing are the core parts of an enterprise. They consist of a process chain, starting with market investigation, leads generation and leads qualification, proceeding with account, key account and channel management, order processing, technical support and customer service, ending not least with after sales customer care and maintenance. The smooth colaboration of many [...]

Leads expensively bought … and now?

2023-02-22T10:56:07+01:00September 21st, 2020|

Which sales reps doesn't know this? Even the first 100 out of 5,000 leads turn out to be unqualified, outdated, outside the subject. Frustrating if this also affects the next 100, and the next...! This work is time-wasting and demotivating. A good pre-qualification of leads would help the sales team to set priorities better and [...]

Out of one’s depth

2020-10-13T09:48:12+02:00September 14th, 2020|

Out of one's depth - Especially at the current circumstances of the pandemic, many companies tend to pass on administrative and other non-sales related activities to their office-bound sales people. However, it doesn't make sense to withdraw sellers from sales just because their field of action has (temporarily) shifted from outside to inside. Sales reps [...]

Cobbler, stick to your last!

2020-10-13T09:51:32+02:00September 7th, 2020|

Cobbler, stick to your last! - During pandemia times, sales people who normally used to be in the field 4-5 days per week, are forced to relocate their activities to the office desk. And companies tend to pass administrative and other non-sales activities on to sales reps. However, sales people want and should sell. [...]

Much invested but still lost

2023-02-22T10:59:55+01:00August 27th, 2020|

Much invested but still lost! - Many companies invest a lot of money and effort in marketing campaigns, such as email blasts and product sample campaigns, without ultimately achieving the desired success. Response rates of less than 0.1% from thousands of addresses and zero responses to samples sent are not uncommon. But what are the [...]

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